Which Theory Proposes That Behavior May Be Aimed at Increasing

question 149

Multiple Choice

Which theory proposes that behavior may be aimed at increasing or decreasing alertness and activity depending on the circumstances?

• A) the optimal level of arousal
• B) the Yerkes-Dodson law
• C) the James-Lange theory
• D) novel stimulation theory

Analyze the ethical considerations and implications surrounding persuasion in personal and professional contexts.

Understand the crucial role of audience participation and engagement in the outcome of persuasive efforts.

Explore the impact of scarcity and the principle of liking in motivating individuals.

Comprehend the significance of framing and its ability to alter perception and decision-making in persuasive contexts.

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Definitions:

Personal Selling

A direct form of marketing where a salesperson personally communicates with potential customers to sell goods or services.

Assumptive Close

A sales technique where the salesperson assumes that the customer has already decided to purchase and closes the sale under that assumption.

Urgency Close

A sales technique that creates a sense of urgency to encourage immediate buying decisions, often through limited-time offers or scarcity.

Decision Confirmation

The process by which individuals seek to validate their choices through additional information or feedback from others.